Have you ever heard the phrase, 'garbage in, garbage out?'
That phrase is often associated with using technology. For example, if you have a poor quality photograph that you would like to post on your website you may try to enhance the quality of the photo with technology like, Photoshop, but chances are that the image still won't have the sharpness and clarity as if you simply started with a higher quality photo in the beginning.
Your business' sales are similar, if you're not targeting your marketing well and your prospecting efforts are sporadic you're likely not closing many sales, or you have a lot of peaks and valleys in your sales.
If your marketing and prospecting is garbage on the front end of the sales cycle you can't expect to turn that garbage into treasure on the back end of the sales cycle.
What you can do is understand exactly who you're trying to target with your product or service, identify what need your product or service specifically fulfills for your target audience and go to where your target audience hangs out on- and offline to share your message of how you can help solve their problem with your product or service.
Identifying and connecting with the right target audience to generate the right kinds of prospects will make closing the sale easier. Building a consistent habit and routine of finding and connecting with your targeted prospects will help you sustain success vs. those sales peaks and valleys.
I personally use a routine of blogging, social media and email marketing to initiate and, often take offline, relationships with my target audience. I also have a regular routine of offline networking where I can find and connect with my target audience.
What's your 'treasure in, treasure out' routine?
Posted by: Nick Venturella